Richard wants to sell to customers before they have a finished product similar to how real estate agencies sell condos before they are built. He wants to do this as a way to gain funding without having to go to venture capitalists.
During Andy's product pitch, he realizes that his audience is disengaged and adjusts his pitch to grab their attention. Instead of highlighting the technicalities of his product, he uses a demonstration to back up the claims that his product is safe and non-toxic, unlike competing products.